Matt DarrowProduct company or sales company — why choose?According to conventional wisdom, there are two kinds of companies: sales companies and product companies.Apr 23, 2020Apr 23, 2020
Matt DarrowThe CRO’s Secret WeaponAnyone who thinks sales is all about golfing and glad-handing should see the to-do list of a new CRO at a B2B software company. A…Feb 3, 2020Feb 3, 2020
Matt DarrowWhat is Presales?Presales is the most important enterprise department you’ve never heard of.Dec 3, 2019Dec 3, 2019
Matt DarrowShow Me Your Technical FunnelEvery business wants to be more predictable when it comes to bookings and revenue. So why do so many companies consistently miss their…Apr 16, 2019Apr 16, 2019
Matt DarrowThe 3 Presales Metrics That Matter: Part 3In Part 1, we introduced “The 3 Presales Metrics That Matter”:Feb 8, 2019Feb 8, 2019
Matt DarrowThe 3 Presales Metrics That Matter: Part 2In Part 1, we introduced “The 3 Presales Metrics That Matter”:Feb 7, 2019Feb 7, 2019
Matt DarrowThe 3 Presales Metrics That Matter: Part 1Presales leaders are familiar with the same story. The business wants to add quota carrying sales reps, yet no one is sure how many…Feb 6, 2019Feb 6, 2019
Matt DarrowThe World’s Greatest Presales Team: Part 2In “The World’s Greatest Presales Team: Part 1” we recognized the role of Presales spans far beyond delivering demonstrations. Making this…Feb 5, 2019Feb 5, 2019
Matt DarrowThe World’s Greatest Presales Team: Part 1Companies who think presales is all about delivering killer demonstrations are failing to see the big picture. By building a world class…Feb 4, 2019Feb 4, 2019
Matt DarrowThe Case For Vivun Inc.Silicon Valley is overlooking a multi-billion dollar opportunity.Feb 1, 2019Feb 1, 2019